Strategic Path: AV Industry's Evolution: Bridging the Skills Gap in an IT-Integrated Era
The audio-visual industry has evolved far beyond its roots of integrating displays, speakers, and room control systems. Now, with the convergence of AV and IT, the industry demands a sophisticated fusion of technical and sales expertise.
As the audio-visual industry integrates with IT, AV products and services will increasingly be sold through converged partners. This integration requires engineers to grasp networking and security concepts, while sales teams, traditionally strong in product knowledge and solution design, must now master channel management.
Selling through converged partners means understanding a complex ecosystem of incentives and benefits, crucial for driving growth in this new landscape. These partners are adept at navigating incentive programs, rebate structures, and other channel management tools that drive sales success.
To succeed, AV sales professionals must upskill to understand these dynamics. Strategic Pathways meets this need with comprehensive training programs on channel account management and key account management, equipping companies to thrive in this converged world.
By aligning with experienced partners, businesses can navigate the complexities of converged sales channels, ensuring they're well-positioned for future growth in this dynamic industry.
For more information on available training programs, please contact me.
A seasoned technology strategist and business leader, Marc A. Rémond helps companies navigate the market complexities to unlock sustainable growth.
As the Founder of Strategic Pathways, he serves as a Strategic Compass for senior executives, guiding them on a collaborative route to market leadership through four integrated disciplines:
1. Channel Ecosystem Orchestration
2. High-Performance Sales Enablement
3. Strategic Value Proposition Design
4. Purposeful AI Transformation.
His credibility is rooted in a career of delivering tangible results.
Leadership Excellence
As President of Asia Pacific at Kramer Electronics, he didn't just grow the region; he transformed it into the company's top global market for three consecutive years, achieving consistent double-digit revenue growth by pioneering AV/IT convergence and building high-performance channel programs. His leadership experience also includes senior sales and marketing roles at industry leaders such as Barco, Poly (HP), and Alcatel-Lucent (Nokia).
Innovation Pioneer
A recognized thought leader and entrepreneur at heart, Marc has consistently operated at the forefront of industry transformation. In 2016, he launched Asia Pacific's first agnostic Smart Collaboration platform, anticipating the hybrid work revolution years before the COVID Pandemic.
Global Executive
Today, through Strategic Pathways, Marc synthesizes this extensive experience. His culturally attuned, results-driven approach is built on a unique global perspective: a French-born Singapore citizen who has worked in the USA and China, speaks multiple languages, and has over 25 years of on-the-ground experience.
Industry Authority
Marc A. REMOND has contributed to numerous technology publications and spoken at global conferences on Digital Transformation, IoT, Collaboration, AV/IT Convergence. He is also an active AVIXA Xchange Advocate and an Affiliated Partner of NΞXXT, a community-driven movement designed to help businesses make sense of Artificial Intelligence.
LinkedIn Profile
Connect: https://www.linkedin.com/in/marcalexremond/
Website
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